Negotiation Skills Training

A skills programme by Tremendis Learning

Set Goals and Limits

Related:   Closing the Deal   Communicate Clearly   Learn to listen   Preparation    > Set Goals and Limits <   The Six Basic Principles of Negotiation  
Set Goals and Limits

Set Goals and Limits

The only way to achieve anything is to set goals. Sometimes your goal setting can be quite subconscious. This triggers the impulse purchase. You see something you want, you set your goal to acquire it, your hand goes out, you grab it, and it's yours. That is a familiar retail scenario. In the business situation, setting goals is a more-serious, labor-intensive process.

When setting goals, you need to have a brainstorming session where all the possibilities are explored for any given negotiation. Then you have to pare back your list so you have a manageable number of goals to work on. You don't want to overload any single negotiation with all your hopes and dreams for all times. Go into a negotiation with an appropriate list of things to achieve.

The easiest and fastest way to keep your goals in mind is to write them down. This helps you visualize them and makes them real. Place them somewhere where you will see them on a daily basis. After you've written down your goals, ask yourself why your goals mean so much to you. Goals are led by your inner desires. Let your intuition guide you toward achieving them.

Before starting your next negotiation, ask yourself this simple question:

  • What do I want out of this negotiation?  Don't be afraid to answer it. Talk it out. Write it down.

After you've nailed down your goals, you need to set limits. Setting your limits simply means to determine the point at which you are willing to walk away from this deal and close the deal elsewhere. For instance, you set limits when you interview for a job by establishing the lowest salary you'll accept.

Setting limits is a scary thing. It takes practice for some people, but if you don't do it, others will take and take and take as long as you keep giving. At some point, you realize that you have given too much - a line has been crossed - all because you did not set your limits ahead of time.

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